New Accounts Training
Our sales courses quickly and efficiently train your staff on how to sell more effectively to current accounts and to generate new business from prospective accounts.
TRC Interactive's Sales courses quickly and efficiently train your staff on how to sell more effectively to current accounts and to generate new business from prospective accounts.
Sales/New Accounts Courses Include:
- Closing and Wrap-Up
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This program is designed for anyone interested in learning about how to close or wrap up a sale.
Objectives:
As a result of completing this program, you will be able to:
- Use either of two closing techniques, and know how to react to various customer responses
- Build on a customer relationship with an appropriate wrap-up of your sales session
Audience:
This course is especially helpful to branch office personnel in understanding the role of sales personnel in a financial institution, as well as to Managers and Supervisors, Lending Personnel, and Member Service Personnel.
Course Length: 30 minutes
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- Listening - Not Just Hearing
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This program is designed for anyone interested in learning about how to truly listen to your customer that will help you make better sales.
Objectives:
As a result of completing this program, you will be able to:
- Define listening versus just hearing
- Employ three techniques to enhance listening skills
- State three important benefits of listening
Audience:
Managers and Supervisors, Lending Personnel and Customer Service Personnel.
Course Length: 30 mininutes
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- Matching Your Customer’s Style
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This program is designed for anyone interested in learning about how to change your style, depending on your customer’s style.
Objectives:
As a result of completing this program, you will be able to:
- Recognize each customer’s unique style
- Adjust appropriately to match different customer styles
Audience:
Managers and Supervisors, Lending Personnel and Customer Service Personnel.
Course Length: 30 minutes
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- Overcoming Objections
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This program is designed for anyone interested in learning about how to overcome objections when dealing with a customer or a potential customer.
Objectives:
As a result of completing this program, you will be able to:
- State the proper steps to take prior to suggesting a resolution to a customer’s objection
- Choose an appropriate approach to resolution of an objection from several acceptable techniques
Audience:
Managers and Supervisors, Lending Personnel and Customer Service Personnel.
Course Length: 30 minutes
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- Professionalism
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This program is designed for anyone interested in learning about how to be professional in the financial institution environment.
Objectives:
As a result of completing this program, you will be able to:
- Explain the importance of how physical appearance plays in communicating with customers
- Create positive impressions with customers by projecting enthusiasm and integrity
Audience:
Managers and Supervisors, Lending Personnel and Customer Service Personnel.
Course Length: 30 minutes
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- Questioning Techniques
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This program is designed for anyone interested in learning the questioning techniques to use while opening a new account or maintaining an existing one.
Objectives:
As a result of completing this program, you will be able to:
- Explain the importance of questioning skills in uncovering customer needs and controlling the outcome of the sales process
- Define purposes of four basic types of questions and when they are used in the sales process
- Create good examples of each basic type of question
Audience:
Office Personnel, Customer Service Representatives, Sales Personnel, Branch Managers.
Course length: 45 min. – 1 hour
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- Recommending Solutions
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This program is designed for anyone interested in learning about sales.
Objectives:
As a result of completing this program, you will be able to:
- Understand the importance of summarizing and confirming a customer need before recommending a product or service
- Explain the difference between the features and benefits of a product or service
- Compose an effective recommendation statement based on customer needs, and the features, benefits and underlying desires satisfied by a product or service
Audience:
It is especially helpful to branch office personnel in understanding the role of sales personnel in a financial institution, as well as to others, such as Managers and supervisors, Lending Personnel, Member Service Personnel.
Approximate course length: 45 minutes - 1 hour
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- Teller-Sales Referrals
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Topics include your role at the financial institution, how to assess when a customer is interested, the "S" technique, and much more.
Objectives:
This program will enable you to:
- Identify your role in helping sell a product
- Assess when a customer might be interested in hearing about a new product
- Understand how to use the "S" technique
- Apply what you have learned in helping refer a customer to a new product
Audience:
Management and Supervision, Tellers and Other Personnel
Approximate course length: 30 minutes
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- The First 10 Seconds
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This program is designed for anyone interested in learning about the importance of the very first meeting between you and the consumer when establishing a new account or relationship.
Objectives:
This program will enable you to:
- Explain the importance of establishing immediate credibility and rapport with consumers and prospects
- List the steps that will help you quickly establish credibility and rapport with others
Audience:
Management, Supervision, Lending Personnel, and Customer Service
Approximate course length: 45 minutes
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- Who Is Your Customer?
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This program is designed for anyone interested in learning about selling financial products and services.
Objectives:
As a result of completing this program, you will be aware that:
- All customers and prospects are unique individuals
- Customer’s financial needs vary with circumstances, age, and other factors
- You will miss opportunities to be helpful if you make any assumptions about an individual’s needs
Audience:
It is especially helpful to branch office personnel with sales responsibilities, as well as to others, such as Managers and Supervisors, Lending Personnel, Customer Service Personnel.
Approximate course length: 30 minutes
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- You’re in the Perfect Position
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This program is designed for anyone interested in understanding the role of sales personnel in a financial institution.
Objectives:
As a result of completing this program, you will be able to:
- Explain the need for effective sales personnel based on increasing competition among financial institutions
- Describe the importance of the role of a sales person as a consultant to prospects and existing customer(s)
- List four basic skills common to all successful sales people
Audience:
Management and Supervision, Tellers and Other Personnel
Approximate course length: 60 minutes
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